1. Difficult Customer

Sales is how a company negotiates transfers of its goods or services to customers in exchange for money.

Customer Relations

Customer Relations

The ability to develop positive relationships with both new and long-term customers is an essential skill for any salesperson.

Public

Public

Public questions (free account) are common interview questions. They are great for practicing, or if you want to filter candidates using the classic problems.

New

New

This is a part of latest question addition to our question library.

As account manager, you will be taking over a difficult customer with whom your company has been struggling to expand your business. This customer currently has the largest market share in your region and is expected to grow their strong position. However, your company’s previous account managers had not been able to build a good trust-based relationship with the customer’s key stakeholders and has even lost some business over the last few years.

Your company’s top management still strongly believes that you should be able to grow your business with the customer if you make the right approach. How do you approach this customer?

Select all the answers that apply.

(multiple correct answers possible)

Difficulty

Easy

Easy

Time

3min

Persevere with using your company’s established approach, knowing that you can succeed where others have failed.

Discuss with the customer what went wrong with the previous account managers.

Investigate and analyze what happened in the past.

Develop a new strategy for improving relations with the customer which takes into account the best interests of your company.

Commit to larger delivery volumes to show the customer your dedication.

2. CAD System

Sales is how a company negotiates transfers of its goods or services to customers in exchange for money.

Problem Solving

Problem Solving

Understanding how to identify problems and create effective solutions is crucial for both completing new sales and supporting ongoing customers.

Public

Public

Public questions (free account) are common interview questions. They are great for practicing, or if you want to filter candidates using the classic problems.

New

New

This is a part of latest question addition to our question library.

You are a salesman for Dynacad Industries. Dynacad’s products are computer-aided design (CAD) systems that are sold into a variety of industrial companies. Though you had CAD experience in a previous job, you have been with Dynacad for 14 months and as of yet have not generated much business.

You are under pressure to produce when suddenly you are assigned a promising account that had been the responsibility of Jack Cutting. Jack had to retire suddenly because of severe health problems. The order that Jack was working on was for Dynacad’s largest and most expensive system, and would amount to a sizable deal for the company.

As you reviewed the customer’s needs and the model being proposed, you realized that this system is overly large and complex. However, the system you think would be a better fit for the customer costs far less than the larger, proposed system. What do you do?

Select the best courses of action from the list below.

(multiple correct answers possible)

Difficulty

Easy

Not enough data for chart

Time

3min

Since you are new to this deal and your track record at Dynacad isn't great so far, defer to Jack's expertise to achieve a safe win for you and a profitable outcome for the company.

Meet with the customer to discuss a smaller system that could more closely meet their needs.

Meet with the customer to discuss their needs and, without sharing your analysis of the pending order, seek to either verify or eliminate your concerns.

Meet with your direct supervisor and your company’s VP of Sales, and collectively decide how to proceed.

3. First Meeting

Sales is how a company negotiates transfers of its goods or services to customers in exchange for money.

Outreach

Outreach

Competency with approaching prospective new customers, handling denials, and identifying decision-makers are necessary for successful outreach during the pre-sales process.

Public

Public

Public questions (free account) are common interview questions. They are great for practicing, or if you want to filter candidates using the classic problems.

New

New

This is a part of latest question addition to our question library.

This is your first meeting with a new potential customer to present your products. The person in charge of the meeting, Laura, seemed agitated and closed the meeting with a statement that she believed that your product was not needed. What is the best course of action now?

Select all that apply.

(multiple correct answers possible)

Difficulty

Easy

Not enough data for chart

Time

3min

Accept the answer, thank the people for their time, and leave. Move on to a better opportunity.

Demand that Laura justify her statement.

Before anyone leaves the room, ask what everyone else thinks.

Leave the meeting, but call Laura later to ask if you could visit with her in the near future to help you understand why she did not think the product was a good fit.

After the meeting, call the person who seemed most interested in your product to gain a better understanding of the organization and its decision-making process.